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Medical Representative – Pharmaceutical Sales

1. Position Overview

We are seeking a highly motivated, commercially focused, and customer-oriented Medical Representative to support sales growth and strengthen professional relationships within the healthcare sector.

The Medical Representative will serve as a key link between the organization and healthcare professionals, helping customers understand the value of relevant pharmaceutical products while ensuring that all interactions are conducted professionally, ethically, and in accordance with applicable policies.

The role requires more than traditional product promotion. The successful candidate will be expected to understand the needs of healthcare professionals, identify opportunities for collaboration, gather meaningful customer insights, and create high-quality engagement experiences that ultimately contribute to improved patient outcomes and sustainable business growth.

The position requires strong communication, relationship-building, commercial awareness, and an unwavering commitment to ethical conduct.

2. Purpose of the Role

The primary objective of the Medical Representative is to generate sustainable sales growth by developing strong relationships with healthcare professionals and other influential stakeholders.

The successful candidate will:

• Identify important customers and stakeholders within an assigned territory.

• Understand factors influencing treatment and prescribing decisions.

• Develop meaningful relationships with healthcare professionals.

• Deliver relevant and value-based product information.

• Use customer insights to improve engagement strategies.

• Achieve agreed sales and performance objectives.

• Support better patient experiences through appropriate healthcare engagement.

• Operate in full compliance with company policies, industry requirements, and ethical standards.

The representative will act as a professional ambassador for the organization and will be expected to consistently demonstrate integrity, accountability, and respect.3. Driving Sales and Commercial Growth

A key responsibility of the position is to deliver sustainable commercial performance within the assigned territory.

The Medical Representative will:

1. Analyze available customer and territory information to identify high-value opportunities.

2. Prioritize healthcare professionals and other stakeholders who influence treatment decisions.

3. Develop strategies for engaging high-potential accounts.

4. Plan customer interactions based on identified needs and opportunities.

5. Promote relevant products through appropriate professional channels.

6. Monitor sales performance against assigned targets.

7. Adjust territory strategies based on market developments and customer feedback.

8. Build a strong pipeline of opportunities.

9. Focus on delivering measurable commercial results.

10. Maintain consistent engagement with priority customers.

The representative should combine commercial ambition with a strong understanding of responsible pharmaceutical promotion.

4. Customer Engagement and Relationship Building

Building long-term relationships with healthcare professionals is central to the role.

The successful candidate will engage customers through both face-to-face and virtual interactions, depending on customer preferences and approved engagement channels.

Responsibilities include:

• Understanding the professional needs and challenges of healthcare providers.

• Identifying factors that influence customer decisions.

• Conducting meaningful, two-way conversations.

• Tailoring engagement approaches to individual customers.

• Using approved content and communication channels effectively.

• Maintaining regular and purposeful customer contact.

• Developing relationships based on trust and professional value.

• Listening carefully to customer concerns.

• Following up on issues and requests promptly.

• Creating positive and memorable customer experiences.

The representative should seek to establish sustained professional partnerships rather than relying solely on transactional sales interactions.

5. Healthcare Professional and KOL Engagement

The Medical Representative will be expected to establish effective relationships with healthcare professionals, opinion leaders, and other influential stakeholders within the assigned territory.

Key responsibilities include:

• Identifying relevant healthcare influencers.

• Developing professional relationships with key opinion leaders (KOLs).

• Understanding the priorities of influential healthcare professionals.

• Engaging stakeholders in meaningful scientific and value-based discussions.

• Gathering feedback on healthcare challenges.

• Identifying opportunities to improve patient care pathways.

• Supporting appropriate educational and customer-focused initiatives.

• Maintaining professional relationships over time.

The representative should be capable of influencing stakeholders respectfully while remaining within established ethical and compliance requirements.

6. Customer and Market Intelligence

Strong customer insight is essential for effective territory management.

The Medical Representative will gather and interpret information that helps the organization understand customer priorities and market conditions.

This includes:

• Learning about the needs and challenges of healthcare professionals.

• Understanding customer decision-making factors.

• Monitoring changes in the healthcare environment.

• Gathering feedback from customer interactions.

• Identifying unmet customer needs.

• Reviewing available territory and account data.

• Prioritizing customers based on relevant information.

• Updating customer engagement plans when circumstances change.

• Sharing useful market intelligence with internal stakeholders.

Customer insights should be converted into practical actions that improve engagement and create additional value.

7. Internal Collaboration and Value Creation

The role requires close collaboration with colleagues across different functions.

The Medical Representative may work with:

• Medical teams.

• Marketing teams.

• Sales colleagues.

• Market access teams.

• Regulatory and compliance personnel.

• Other relevant business functions.

The representative will contribute customer insights that can support the development of:

• Product-related materials.

• Disease-area content.

• Customer engagement initiatives.

• Marketing campaigns.

• Territory strategies.

• Educational activities.

• Customer interaction plans.

All collaborative activities must comply with applicable company policies and ethical requirements.8. Supporting Customers and Patients

The Medical Representative should approach customer engagement with the ultimate objective of contributing to better patient experiences and healthcare outcomes.

The successful candidate will:

• Listen carefully to customer needs.

• Understand challenges within the healthcare environment.

• Identify appropriate opportunities to add value.

• Support compliant solutions to customer needs.

• Build relationships based on trust.

• Provide accurate and approved information.

• Encourage appropriate use of available healthcare solutions.

• Help customers navigate relevant product information within approved guidelines.

The representative should position themselves as a reliable professional partner while maintaining clear boundaries regarding ethical pharmaceutical promotion.

9. Ethics, Compliance and Professional Conduct

Integrity is a fundamental requirement of the position.

The successful candidate must conduct all activities transparently and responsibly.

Key expectations include:

• Complying with company policies and procedures.

• Following the organization's Code of Ethics.

• Maintaining professional boundaries with customers.

• Providing information accurately and transparently.

• Avoiding inappropriate or misleading claims.

• Protecting confidential information.

• Declaring and appropriately handling potential conflicts of interest.

• Raising concerns when conduct or practices appear inappropriate.

• Making ethical decisions even when faced with challenging circumstances.

The representative is expected to demonstrate honesty and professionalism in all interactions with customers, colleagues, and external stakeholders.

10. Product Safety and Technical Reporting

The Medical Representative has an important responsibility in identifying and reporting safety-related information.

Any technical complaint, adverse event, or special situation associated with company products must be reported through the appropriate channels within 24 hours of receiving the information.

The representative should therefore:

• Listen carefully to customer feedback.

• Recognize potentially reportable safety information.

• Record relevant details accurately.

• Follow established reporting procedures.

• Escalate information promptly.

• Maintain confidentiality throughout the reporting process.

Failure to report relevant information promptly can have serious implications, making attention to detail and compliance essential.

11. Marketing Sample Management

Where applicable, the Medical Representative may be responsible for distributing approved marketing samples.

This activity must be conducted in accordance with:

• Company procedures.

• Applicable pharmaceutical regulations.

• Documentation requirements.

• Customer eligibility requirements.

• Sample accountability controls.

Accurate records should be maintained to ensure appropriate management and traceability of distributed materials.

12. Key Performance Indicators

Performance will be evaluated using a range of commercial, customer engagement, and administrative measures.

Important indicators include:

Sales Performance

• Achievement of assigned sales targets.

• Territory growth.

• Performance against agreed objectives.

Customer Coverage

• Daily customer contact levels.

• Coverage of priority healthcare professionals.

• Quality and frequency of customer engagement.

• Progress against established contact benchmarks.

Customer-Centric Activities

• Successful delivery of agreed customer initiatives.

• Quality of customer interactions.

• Contribution to territory-specific engagement plans.

• Customer feedback and relationship development.

Financial Management

• Monitoring meetings and engagement expenditure.

• Ensuring spending remains within approved budgets.

• Responsible use of company resources.

Product and Therapy Knowledge

• Demonstrated understanding of relevant therapies.

• Knowledge of product information.

• Progress in product and disease-area assessments.

• Ability to communicate approved technical information effectively.

Administration

• Timely submission of required reports.

• Accuracy of territory records.

• Proper documentation of customer interactions.

• Compliance with administrative procedures.

13. Minimum Educational Requirements

Applicants should possess:

• A Bachelor's degree in Pharmacy, Life Sciences, or another relevant discipline from a recognized institution.

A relevant scientific or healthcare-related academic background will help the candidate understand pharmaceutical products, disease areas, and healthcare professional needs.

14. Required Professional Experience

The ideal candidate should have:

• At least five years of experience in pharmaceutical sales, medical sales, or a closely related industry.

• Demonstrated knowledge of the pharmaceutical sector.

• Understanding of changes affecting the healthcare and pharmaceutical marketplace.

• Proven experience achieving commercial objectives.

• Strong customer relationship management experience.

• Evidence of self-motivation and initiative.

• Ability to work independently while contributing effectively to a broader team.

Previous exposure to the cardiovascular therapeutic area will be considered an advantage.

15. Core Skills and Competencies

The successful candidate should demonstrate strong capability in the following areas:

1. KOL Engagement – Ability to develop productive relationships with influential healthcare professionals.

2. Account Management – Capability to manage priority customers and develop account plans.

3. Commercial Excellence – Strong understanding of sales performance and business growth.

4. Communication – Ability to communicate clearly and professionally with diverse stakeholders.

5. Compliance – Strong understanding of ethical and regulatory requirements.

6. Cross-Functional Collaboration – Ability to work effectively with different internal teams.

7. Customer Insight – Ability to gather, interpret, and act on customer information.

8. Influencing – Ability to communicate persuasively while respecting professional boundaries.

9. Negotiation – Confidence in handling commercial discussions appropriately.

10. Selling Skills – Ability to identify opportunities and convert them into sustainable business.

11. Technical Knowledge – Ability to understand and communicate relevant pharmaceutical and therapeutic information.

12. Ethical Judgment – Strong commitment to honesty, integrity, and responsible business practices.

16. Personal Attributes

The ideal Medical Representative should be:

• Results-oriented.

• Self-motivated.

• Customer-focused.

• Professional.

• Ethical.

• Resilient.

• Organized.

• Proactive.

• Independent.

• Collaborative.

• Analytical.

• Adaptable.

• Confident in communication.

• Committed to continuous learning.

The successful candidate should demonstrate a genuine interest in understanding customer needs and using that knowledge to create sustainable value.

17. Language Requirement

Strong proficiency in English is required.

The candidate should be able to:

• Communicate confidently with healthcare professionals.

• Conduct professional presentations.

• Write clear reports and correspondence.

• Explain technical information accurately.

• Participate effectively in internal and external meetings.

Additional local-language capability may be beneficial depending on the assigned territory and customer base.

18. Overall Success Profile

The ideal Medical Representative will combine strong pharmaceutical sales experience, customer relationship skills, commercial discipline, scientific understanding, and ethical judgment.

Success in the position will depend not only on achieving sales targets but also on building meaningful customer relationships, identifying useful market insights, maintaining high standards of compliance, and contributing to positive healthcare outcomes.

The role is therefore suited to a professional who is ambitious and commercially driven while remaining committed to responsible customer engagement, continuous learning, and the highest standards of integrity.

Application

Interested and qualified? Go to Novartis on www.novartis.com to apply